This latest Get Clients Video Tip is about how to use presentations and seminars to win clients for your consulting, training, law, accounting or other professional business.
Feedback appreciated – either here or on Youtube – thanks!
Ian
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Who I Work With
I work with independent professionals and professional service firms to help them achieve their business growth goals.
My clients are consultants, coaches, lawyers, accountants, architects, surveyors and other professionals. I help them improve their marketing and sales capabilities to get more clients and win more new business.
Although I'm based in the North West of England and do a lot of work in Greater Manchester, Cheshire and Merseyside, I have many clients across the UK and a number of overseas coaching clients who I work with by phone/Skype.
Typical Client Challenges
People call me when they need to get more clients for their business fast. I typically work with them to help them:
- Generate More High Quality Leads
- Nurture Relationships with Potential Clients
- Convert More Prospects into Clients
- Retain and Grow Business with Existing Clients
- Gain Control Over their Sales Pipelines
- Manage their Key Accounts more Effectively
- Build a Positive Business Development Culture
- Grow the Sales Capabilities of their Team
My Services
I deliver two primary services: coaching and training.
With coaching, I work personally with the individual to identify their major challenges and opportunities and create a strategy or plan to address them. We then work through that plan over time and I support them in its implementation.
Coaching usually takes place via structured 60-90 minute meetings or calls where we review progress and learnings since the last session, discuss priorities and options, and plan for the next time period
For larger businesses, I also deliver tailored training courses in areas such as:
- Generating high quality leads (e.g. through networking, seminars, online, etc.)
- Selling skills for professionals
- Executive Relationship Building and Client Relationship Management
- Pitching and Sales Presentation Skills
- Generating referrals and extension work from existing clients and partners
- Using the web and social media (Linkedin, Twitter, etc.) to win clients
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Ian
A really nice piece of video and thanks. Lots of great pointers. My only comment was just highlighting the talks that your presenters were going to. Lots of professionals feel pressurised into doing an in-house talk and very often the audience is friendly or contains friendlies. I often think that a better test is go and do a joint hosted event or look to do something within another networking group. Like you say it is a great way to make contacts and generate referrals. I am sure you saw Seth’s blog post on bullet points killing presentations and in the days of uTube etc something a bit lively never goes amiss.
Warmest regards
Julian
Hello Ian – was encouraged to pop by based on a tweet (nice to know this social media lark all kinda hangs together eh?).
I enjoyed watching your vid, and from my experience your suggestions are useful. Like the toastmaster idea – sounds like a good practice ground. Cheers – Doug
Thanks guys – Julian, a great suggestion re a networking group or hosted event as a testing ground to build your skills. Much better than in-house.
One of the great things about Toastmasters (or other speaking clubs) is that it teaches you to speak with confidence without slides. I did a joint event a few months ago where the technology failed for my part of the presentation and I had to do it with no slides. I ended up getting the very best feedback. Being able to do the presentation with out slides seemed to indicate I really new my stuff and didn’t need them as a crutch. And it allowed me to establish a lot more interaction with the audience members.
Doug – Toastmasters is excellent – go along as a guest to see what it’s like – it’s free.
This is a great post on how to build lasting relationships with the client, feel their pulse and respond to their needs. Thank you for teaching me so much about consumer psychology. I had scoured the Internet for relevant material but found very few. I was almost beginning to think that these topics can only be learned in management classes. These sites were also helpful: http://www.karmiccoach.com and http://www.mysticselling.com.
-Sunoj